Senior Channel Account Executive

October 9

🤠 Texas – Remote

Although this job is listed in Texas, this company may be open to hiring remote in other states.

💵 $113.4k - $189k / year

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

🦅 H1B Visa Sponsor

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Sophos

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Cybersecurity • SaaS

Sophos is a leading cybersecurity company that specializes in protecting businesses against advanced cyber threats. The company offers a comprehensive suite of security solutions, including endpoint protection, managed detection and response (MDR), network security, and cloud security. With a prevention-first approach, Sophos aims to stop ransomware and other cyber threats before they cause harm. Sophos provides services such as threat research, security training, and operational support to ensure robust defense against cyberattacks. Their solutions cater to various industries including finance, healthcare, government, manufacturing, and retail. The Sophos Central platform delivers centralized security management, integrating seamlessly with existing IT infrastructure to enhance security posture.

1001 - 5000 employees

Founded 1985

🔒 Cybersecurity

☁️ SaaS

💰 Post-IPO Equity on 2021-08

📋 Description

• Partner Relationship Management: Building and maintaining strong, strategic relationships with high-value partners. • Business Planning: Collaborating with partners to develop joint business plans that outline clear objectives, sales targets, and growth strategies. • Pipeline Development: Proactively identifying opportunities within the partner’s pipeline and providing guidance to ensure successful deal closure, ensuring that both new business and renewals are effectively pursued. • Revenue Growth: Driving the acquisition of new customers and the expansion of existing accounts through cross-sell and up-sell opportunities. • Performance Metrics and KPIs: Setting clear, data-backed KPIs (Key Performance Indicators) for partners, tracking their progress toward these goals, and using this data to drive performance reviews, provide actionable feedback, and adjust partner-specific business plans as necessary. • Sales Enablement: Providing partners with the necessary tools, training, and support to succeed in selling Sophos products and services. • Market Intelligence: Staying informed about market trends, customer needs, and competitor activities to ensure Sophos and its partners stay competitive. • Reporting and Forecasting: Regularly tracking performance against targets and reporting outcomes to management, while adjusting strategies as needed. • Performance Management: Regularly assessing partner performance, providing constructive feedback, and implementing corrective actions or additional support where necessary to meet business goals. • Marketing Collaboration: Working closely with the partner’s marketing teams to develop and execute joint marketing campaigns, promotions, and events that drive customer awareness and demand for Sophos solutions. • Cross-Functional Collaboration: Working alongside internal teams such as sales, marketing, product management, and support to ensure alignment and support for partner-driven initiatives.

🎯 Requirements

• Strong relationship-building skills to align Sophos solutions with partner goals. • Expertise in influencing, negotiating, and managing partner accounts for mutual success. • Deep B2B sales knowledge, including new business generation and cross-selling. • Proven ability to set and achieve sales targets through strategic account management. • Skilled in long-term business planning with a focus on sustainable, profitable growth. • Proficient in analyzing sales data, market trends, and performance metrics. • CRM and BI tool expertise (e.g., Salesforce) for tracking, forecasting, and optimization. • Excellent communication and presentation skills for internal and external stakeholders. • Strong organizational skills to manage multiple accounts, pipelines, and deadlines. • Experience handling partner conflicts and aligning cross-functional teams for success. • Deep cybersecurity industry knowledge and ability to adapt to market shifts. • Persistence, flexibility, and willingness to travel (~50% or more).

🏖️ Benefits

• Sophos operates a remote-first working model, making remote work the primary option for most employees. • Employee-led diversity and inclusion networks that build community and provide education and advocacy • Annual charity and fundraising initiatives and volunteer days for employees to support local communities • Global employee sustainability initiatives to reduce our environmental footprint • Global fitness and trivia competitions to keep our bodies and minds sharp • Global wellbeing days for employees to relax and recharge • Monthly wellbeing webinars and training to support employee health and wellbeing